Cost: £500 + VAT
Includes: All workbooks and materials. Ongoing mentoring and support
Dates: 18 and 19 November 2009
Duration: 2 days
Introduction:
Managing such a complex sale involving multiple contacts requires a high level of organisational, influencing and negotiating skills. This 2 day programme is designed to give more experienced sales people the additional information and skills they require to be successful at this level.
Course objectives/content/key benefits:
On completion, delegates will be able to:
- Manage the decision making unit involved in complex sales
- Create a strategy for understanding and influencing the customer’s purchasing criteria
- Overcome the inertia of long sales cycles through the use of advanced questioning techniques
- Recognise the importance of selling financial solutions to higher level decision makers
- Understand personality types and behaviour styles
- Identify the key information, commercial and organisational, required in order to manage each opportunity effectively
- Sell to committees
- Manage the risk out of a decision
- Make demonstrations and evaluations truly effective
- Understand the fundamentals of negotiation in order to eliminate discounting
- Make effective use of the sales process and pipeline
- Provide accurate sales forecasts
Who the course is aimed at:
- Sales Executives who have attended Part A and successfully applied the key learning points.
- Sales Executives with over two years experience and who can demonstrate competence at Part A.
- Experienced Sales Professionals (including managers) who are actively seeking a fresh approach and new ideas.
Course tutor:
Steve Cole
Training method:
- Highly interactive with a strong emphasis on practical outcomes
- Role play scenarios
Course outcome/qualification:
Delegates will have learned and practised the fundamentals skills required of a senior sales executive.
Pre-requisite knowledge/qualification:
Consultative Selling Skills (Part A) or at least 2 years sales experience.
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